Job Description

About the job:
The Red Hat Enterprise Sales team is looking for an Enterprise Account Manager to join us in Kuala Lumpur, Malaysia. In this role, you will be responsible for retaining and growing sales within financial services Industry (FSI) accounts, helping our customers and partners make business and IT transformations using Red Hat services and solutions. As an Enterprise Account Manager, you will gain an understanding of our customers processes, needs, and challenges, promoting the value of Red Hat\xe2\x80\x99s solutions and how they can deliver value to the customer. What you will do:

• Translate Red Hat\xe2\x80\x99s sales strategy into a relevant account-level strategy for each customer.
• Deliver on the account strategy to manage performance and customer success in key accounts, retaining and growing bookings through strategic account planning
• Apply knowledge of use cases and Red Hat\xe2\x80\x99s key offering value proposition to identify and act upon opportunities to guide upsell, cross-sell, and renewals across the Red Hat portfolio while deepening penetration within accounts
• Orchestrate solution architects, specialist teams, Customer Success team, and industry experts to align Red Hat\xe2\x80\x99s use cases to client needs, managing end to end sales to develop solutions that deliver business value
• Coordinate support from specialist solutions architects, sales solutions specialists, and industry experts to manage end to end sales and deliver customer value
• Cultivate relationships across customer organizations to position Red Hat as a key partner to their business
• Collaborate with the Customer Success team to co-develop success and growth plans, understanding how the customer derives value from Red Hat\xe2\x80\x99s solutions to support expansion and retention and ensure that Red Hat meets or exceeds the customer success criteria
• Engage partners where appropriate to strengthen Red Hat\xe2\x80\x99s customer value proposition

• Excellent leadership and communication skills with the ability to engage a diverse set of stakeholders in a matrixed organization and guide accountability within the account team
• Strategic orientation and value engineering skills to position and sell solutions to meet the customer needs and build business cases around return on investment (ROI) and total cost of ownership (TCO)
• Solid understanding of FSI business, industry trends, competitive landscape, and Red Hat differentiators and value proposition
• Ability to articulate the hybrid cloud story, the value of Red Hat\xe2\x80\x99s solutions, and Red Hat\xe2\x80\x99s differentiation in one-on-ones with key customer stakeholders
• Ability to cultivate long-term relationships and develop internal advocates across the customer organization, including IT and related business functions
• Proven experience selling complex IT solutions to large organizations within the region and to multiple decision makers